Overview: Universal Computers was one of the world's largest computer companies and its growth an profitability had made it the envy of the international business world. The firm had been built on its ability to attract, train, and keep a highly effective sales force. The company's sales management program had been copied extensively by its competitors. Fran Long, branch sales manager, faces an immediate problem of filling her recruiting quota by the time this year's sales training begins. The top five recruits for Universal Computers Southeastern regional branch have all rejected Universal's job offers and accepted others. Ms. Long realizes that these recruits had used the offers from Universal to bargain with other firms. Once considered the envy of the computer industry, Universal is now finding itself competing for people as well as competing for customers. She also faces a larger problem where the top people are going to work for competitors. While Universal has encountered serious setbacks on the competitive and financial front, the branch's sales recruiting hasn't made any changes in its approach to attracting and obtaining the best people. The result of this stagnancy is loss of the best recruits to other firms. Question 1 (10 points): What are your thoughts as to why the applicants rejected Universal's job offer? Question 2 (25 points): If you were in Fran's position, exactly what actions would you take?.

1. Overview: Universal Computers was one of the world's largest computer companies and its growth
an profitability had made it the envy of the international business world. The firm had been built on
its ability to attract, train, and keep a highly effective sales force. The company's sales
management program had been copied extensively by its competitors. Fran Long, branch sales
manager, faces an immediate problem of filling her recruiting quota by the time this year's sales
training begins. The top five recruits for Universal Computers Southeastern regional branch have
all rejected Universal's job offers and accepted others. Ms. Long realizes that these recruits had
used the offers from Universal to bargain with other firms. Once considered the envy of the
computer industry, Universal is now finding itself competing for people as well as competing for
customers. She also faces a larger problem where the top people are going to work for
competitors. While Universal has encountered serious setbacks on the competitive and financial
front, the branch's sales recruiting hasn't made any changes in its approach to attracting and
obtaining the best people. The result of this stagnancy is loss of the best recruits to other firms.
Question 1 (10 points): What are your thoughts as to why the applicants rejected Universal's job
offer? Question 2 (25 points): If you were in Fran's position, exactly what actions would you take?